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RED ZONE PURGATORY - LEGAL SALES
April 21, 2009
RED ZONE PURGATORY – How to Navigate Through the Netherworld of Legal SalesThere is a time – perhaps only a split second – between when your firm and a prospective client are engaged in a tete a tete about what to do next on a project or potential engagement. It is that moment that lies between what you and your client decide to do next and the RED ZONE. And whether the time purgatory lasts for a moment or several weeks or months, what you do during that time will determine how you fare on the other side.Before you attempt the next step, ask yourself a few questions:* Have you listened more than you've talked? Are your ideas and solutions meshing with their problems?* Have you asked questions that show what you've learned from the prospect?* Have you been sensitive to non-verbal clues?* Have you closed??? There must be a close at every interaction – this is key in all your business development and attorney marketing efforts.
RED ZONE PURGATORY – How to Navigate Through the Netherworld of Legal SalesThere is a time – perhaps only a split second – between when your firm and a prospective client are engaged in a tete a tete about what to do next on a project or potential engagement. It is that moment that lies between what you and your client decide to do next and the RED ZONE. And whether the time purgatory lasts for a moment or several weeks or months, what you do during that time will determine how you fare on the other side.Before you attempt the next step, ask yourself a few questions:* Have you listened more than you've talked? Are your ideas and solutions meshing with their problems?* Have you asked questions that show what you've learned from the prospect?* Have you been sensitive to non-verbal clues?* Have you closed??? There must be a close at every interaction – this is key in all your business development and attorney marketing efforts.
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